An Introduction to Value Selling
With more than 20 years of direct sales, sales management and leadership experience, including consistent top achiever, Scott Anschuetz leads, coaches and motivates sales forces. He combines an...
View ArticleBuilding Credibility With Your Prospects: Session 2
How many times in your career as a salesperson have you come across prospects with this attitude: “I don’t know you, I don’t know your company. I don’t know your products or solutions, and I don’t know...
View ArticleCreating Value When Selling By Solving Business Problems: Session 3
Problems are the key to your success in moving deals along quickly in your pipeline. Yes, problems, not the ones you may first think of when I say problems in your sales opportunities. But nonetheless,...
View ArticleGaining Executive Access When Selling: Session 4
Call higher, it’s what we are told over and over. Is that really a news flash for anyone reading this blog? The joke is: we don’t get ideas on how to call higher or what to do to make this a...
View ArticleBuilding a High Performance Sales Team: Session 5
Every sales manager’s dream is to build or manage a team of highly productive sales professionals. But what exactly are the critical skills and traits of a top sales executive? High personal energy and...
View ArticleOpportunity Qualification: Session 6
The biggest mistake that both junior and senior sales people continue to make is investing their time and company’s resources in prospects that are never going to buy. Typically, prospect qualification...
View ArticlePolycom VBP Is Back! What it Means for SMEs
One of the greatest changes to enterprise businesses in the past decade has to be the introduction of video conferencing. Allowing large companies to cut travel costs, boost productivity and improve...
View Article&More Mitel Education
By Vanessa Koechli Did you know ScanSource now offers Mitel Technical Trainings? Well now you do! We at ScanSource know you are busy so we have tried to make trainings as convenient and easy as...
View ArticleShoreTel Connect CLOUD Provides Robust Security
I am often asked, “how secure is your hosted telephony offering, ShoreTel Connect CLOUD?” Security is often top of mind for many organizations considering moving their applications and sensitive data...
View ArticleIf You’re Not Offering Hosted, You’re Missing The Boat!
Here are some statistics from a recent Economist Intelligence Unit study: Global Spending on Infrastructure-as-a-Service (IaaS) is expected to reach $16.5B this year. A 32.8% increase from last year....
View ArticleShoreTel Connect CLOUD Unified Communications Save Time and Money
As more professionals and executives harness the power of constant connectivity by conducting business on smartphones, tablets, and laptops, ShoreTel Connect CLOUD helps businesses adapt to business in...
View ArticleSeeking Cloud Nirvana
As I was thinking about a title – words like ‘cloud’ and ‘transforming’ bounced in my head. Then, I got hooked on ‘Nirvana’, and every time I said it, I thought Kurt Cobain, “Come As You Are”, etc....
View ArticleBarco and Polycom: Collaboration Solution
Barco’s newest ClickShare models were a major point of interest at this year’s InfoComm! If you’re not familiar with Barco or how it complements Polycom’s RealPresence Group Series line, this post...
View ArticleAttend ScanSource Communications 2017 sUCCess Tour to Find Out How to...
ScanSource Communications 2017 sUCCess Tour Coming to a Location near You! Get out of the office, hit a few golf balls AND find out how to maximize your company’s UC investments, all in one day! Join...
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